Part one. Introduction -- The lost art of proactive calling in the sales profession -- An executive summary: how to pick up the phone & sell -- Lead with the phone: make it the tip of your selling spear -- The phone is the single most effective & underused selling tool we have -- Why we avoid the phone -- The phone compared to other sales communications pathways -- Planners & trackers to help you pick up the phone & sell -- Part two. Your mindset & your phone -- It's impossible to outsell your mindset -- Fear is the enemy of picking up the phone -- Let's talk about our specific fears around phone selling -- Believe in your value as much as your customers do -- Perseverance is a sales superpower -- The first phone call is the answer! -- Part three. Call tactics, mechanics and strategies -- How proactive calls can fit in to your sales process -- Pre & post-call communications -- What time of day should you call? -- How many calls per day? -- The power of a pomodoro timer -- Always leave a voicemail: simple scripts to get your calls returned -- An effective proactive call has three parts -- Silence will make you rich -- Why it's critical to log your calls -- Part four. Who should you call? Mostly, call people you know -- You know hundreds of people who can buy from you-call them! -- Call customers who can buy more from you -- Call customers who just received products or services -- Call customers who haven't made their regular purchase in a while -- Call customers who email you orders & inquiries -- Call customers who have a quote or proposal -- Call customers you haven't talked to in three months or more -- Call customers who used to buy from you, but stopped -- Call customers who are house accounts and rarely hear from your company -- Call prospects you've talked to, but they never bought from you -- Part five. Cold calls: calling people you don't know...Yet -- An important note on cold calling -- The benefits of calling people you don't know...Yet -- There are no cold calls, so stop thinking about them this way -- Finding who to cold call -- Scripts for quickly warming up cold calls -- Let's focus on what we can control.
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